In anticipation of his upcoming conference presentation, Data Driven Selling: Enabling a Direct Salesforce with Tools that Re-Enforce Predictive Selling Methods at Predictive Analytics World Chicago, June 20-23, 2016, we asked Lawrence Cowan, Partner at Cicero Group, a few questions about his work in predictive analytics. Q: In your work with predictive analytics, what behavior or outcome do your models predict? A: A good portion of the advanced analytics work we do at Cicero deals with consumer behavior across all stages of the customer lifecycle. So this would span from acquisition through the development of “typing” tools for targeting and segmentation,
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